Cases

headline:

Design Commercial Strategy

Bild:

Challenge:

Declining market shares and a less agile team.

Approach:

Realignment of commercial activities: Design customer value model incl. value preposition, alignment of sales force strategy, segmentation & targeting, coverage & frequency model and push portfolio design.

Result:

New model leads to first significant contracts with customers, strong basis for continuation.

headline:

CRM design and implementation

Bild:

Challenge:

Little CRM experience on the customer side

Approach:

Europe-wide CRM implementation: Global pharmaceutical company replaces existing CRM with Veeva Lead Market / Kernel approach. Design of templates according to market models and local adaptation.

Result:

Successful launch of CRM in due time and quality

headline:

Generics pharmacy markets, innovative approachChallenge

Bild:

Challenge:

Find an approach for significant market share increase with low effort and high acceptance in the sales force.

Approach:

Generics, pharmacy markets in EU and South Africa - Sales Approach Innovation. Significant volume growth achieved through a new sales strategy aimed at maximizing share-of-wallet at the pharmacy level or buying group level. Development and implementation of a strategy to grow from e.g. 10% share to 70%.

Result:

Strategy and implementation led to massive volume increases and sustained acceptance among customers, management and sales reps.

headline:

CRM design and implementation

Bild:

Challenge:

Optimization of the CRM system to create transparency and increase sales performance.

Approach:

Classical specification sheet created. The approach was "backwards", starting with reporting and the key views that all stakeholders need to have in order to bring "insights" and "action" to the forefront.

Result:

SAP CRM implementation, which was very well received by sales force and management, reporting set new standards.